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Psychology of Sales Success Learn to Think Like Your Customer to Clove Every Sale

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ISBN-10: 0071476008

ISBN-13: 9780071476003

Edition: 2007

Authors: Gerhard Gschwandtner

List price: $47.00
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The days when salespeople acted as 'product encyclopedias' are far over. This text shows sales professionals how to achieve greater success by having a strong understanding of the psychology of success, their customers, and themselves.
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Book details

List price: $47.00
Copyright year: 2007
Publisher: McGraw-Hill Education
Publication date: 3/19/2007
Binding: Hardcover
Pages: 224
Size: 6.20" wide x 9.30" long x 1.05" tall
Weight: 1.210
Language: English

Understanding success
Attitude : your golden opportunity for success
Achievement factors : a study of superachievers
Concentration : the key to selling power
Confidence : how to master the inner game of selling
Creativity : nine ways to be innovative in selling
Energy : getting fired up to sell
Goals : establish a clear track to your destination
Self-improvement : the key to professional growth
Superachiever success traits : do you have what it takes?
Understanding your customers
Angry customers : techniques for managing difficult clients
Confrontation : make problems work for you
Customer types : selling to different personalities
Lies & deception : how to deal with dishonesty in selling
Listening power : your secret weapon
Neuro-linguistic sales programming : the unfair advantage
Procrastinating clients : how do you handle procrastinators?
Understanding yourself
Dealing with anxiety : get control of stress and boost your sales
Dealing with disappointment : the disappointment trap
Dealing with helplessness : how to manage your negative feelings
Plateauing : overcoming burnout and complacentcy
Overcoming procrastination : get into the "do it now" habit starting today
Dealing with stress : eleven steps to a calmer you